Territory Sales Manager -( Sales & Distribution)

Purpose of role

To execute the company's sales and distribution strategy within the assigned territory by driving revenue growth, market share, customer acquisition and profitability. The role is responsible for managing sales channels and strategic partners, expanding distribution networks, overseeing trade marketing activities and leading high-performing sales teams to achieve business objectives.

Responsibilities

· Sales Strategy & Execution: Develop and implement territory sales plans, set sales targets and drive customer acquisition, revenue growth and market share across all sales channels.

· Channel & Partner Management: Manage and develop relationships with dealers, distributors, retailers, installers and other channel partners to maximize sales performance and business growth.

· Distribution & Market Expansion: Expand distribution networks, identify new business opportunities, optimize territory coverage and ensure effective route-to-market execution.

· Sales Performance Management: Monitor daily, weekly and monthly sales performance, analyze market trends and implement corrective actions to achieve sales targets.

· Trade Marketing: Plan and execute trade promotions, marketing campaigns and sales support initiatives to improve product visibility, market penetration and sales effectiveness.

· Budget & Financial Management: Manage territory sales budgets, control operational expenses, monitor channel profitability and ensure optimal resource utilization.

· Market Intelligence: Conduct market research, monitor competitor activities and gather customer insights to identify opportunities and recommend appropriate sales strategies.

· Supply Chain & Operations: Oversee stock management, product availability, logistics, inventory reconciliation and efficient distribution across the territory.

· Reporting & Compliance: Prepare regular sales performance reports, utilize automated sales systems and ensure compliance with company policies, data protection and operational standards.

· People Management: Lead, coach, develop and motivate sales teams, manage performance, identify training needs and build a high-performing sales culture.

Knowledge & Experience

· Bachelor's degree in Business Administration, Commerce, Sales and Marketing or a related field.

· Minimum 5–7 years of relevant experience in sales, commercial operations, business development or sales leadership.

· Strong experience in sales strategy development, execution and performance management.

· In-depth knowledge of sales and distribution channels, route-to-market strategies and territory management.

· Proven experience in channel partner, dealer and distributor management.

· Strong financial and commercial acumen, including budgeting, forecasting and profitability management.

· Knowledge of trade marketing, market analysis, competitor intelligence and customer relationship management.

· Experience leading, coaching and managing field sales teams.

· Strong analytical, negotiation, communication and stakeholder management skills.

· Good understanding of the Tanzanian commercial and business environment.